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How B2B Buyers Make Purchase Decisions

Partners in Excellence

We have other individual objectives like getting a bonus, getting a promotion, keep our managers off our backs, making our work lives easier, getting home at a reasonable hour, or keeping our jobs. So what drives the CIO in making the decision is different than those in the finance function. But the complexity doesn’t stop here.

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What Is a Joint Venture? [+ How It Can Grow Your Business]

Hubspot

Every joint venture is built on a contract that spells out how things work. NASA and Boeing teaming up to develop a new type of sustainable airplane, the X-66. NASAs goal is to reach net-zero carbon emissions in aviation by 2050, and developing the X-66 with Boeing is the first important step in this project. Say I own a bakery.

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How to Hit $20M ARR in Just 2 Years with Secureframe’s CEO and Lightspeed Venture Partners

SaaStr

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration. Invest in people.

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The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Net Promoter Score (NPS). Average contract value (ACV). Ramp-up = amount of time spent in training + average sales cycle length + X. Months to recover CAC = CAC divided by (ARPA x GM).

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Sales Compensation: The Ultimate Guide

Hubspot

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. The more variables you introduce to a sales comp plan, the likelier you are to unintentionally promote competing behaviors. Selling function (hunting or farming). Increase cash flow.

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Top 10 Mistakes In 10 Years From Gainsight CEO Nick Mehta

SaaStr

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Every client uses you a little differently.

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What Is Enterprise OEM Software Licensing?

Sales Hacker

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

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